Account Executive, Strategic Enterprise

Description

Sprout Social is looking to hire an Account Executive, Strategic Enterprise to the Sales & Success team.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including Kroger, Reebok, Salesforce, and Canva. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

• Develop an account growth strategy with a select subset of named customer accounts, while working to develop net new pipeline that translates to revenue in assigned prospect accounts
• Manage the enterprise purchasing process in a global organization by working with partners across procurement, legal, security, etc.
• Own your numbers - consistently meet and exceed your quota
• Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement

What you’ll bring

Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Strategic Enterprise sales team. Ideally, you will be equally driven by a customer-centric mentality to grow customer accounts.

The minimum qualifications for this role include:

• 8+ years of software sales experience, with the majority in a closing role
• Proven success selling complex enterprise solutions
• Consistent overperformance in previous roles (top 5% of company)

Preferred qualifications for this role include:

• Experience establishing deep relationships, presenting and selling to C-suite level decision makers across multiple functions
• Experience working in a ‘team selling’ environment and managing a team of supporting account resources 
• Accurately forecasts and manages pipeline on a monthly and quarterly basis 
• Fiercely passionate about the impact social media can have on a large enterprise

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s 3-week new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them
• Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role
• Shadow Account Executives on calls to learn sales strategies and positioning
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
• Complete a demo and written certification to ensure comprehension
• Learn Sprout’s existing customer sales process by shadowing your peers

Within 3 months, you’ll start hitting your stride by:

• Meet with your entire book of business and begin the process of building relationships with key strategic stakeholders
• Understand the contractual language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
• Own your numbers - consistently meet and exceed your activity  goals to build a fruitful pipeline that will provide consistent quota attainment
• Co-build account & territory plans with your BDR, Professional Services & Customer Success teammates
• Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities
• Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
• Gain a solid understanding of your customer’s internal transitions and mitigate the risk of churn

Within 6 months, you’ll be making a clear impact through:

• Have built solid relationships at the C-Level with your “book of business"
• Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers solve high impact problems by realizing their full potential and accomplishing their goals
• Consistently achieve your revenue, pipeline and activity targets

Within 12 months, you’ll make this role your own by:

• Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory
• Step up as a leader to share best practices across the organization and help others grow from your experiences
• Consistently meet and exceed monthly activity, pipeline and new business metrics

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product, and culture. We invest in our team with a comprehensive, competitive benefits program:

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Individual base pay is based on various factors, including whether you’re located in Zone 1 or Zone 2, as well as relevant experience and skills. In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:

• Zone 1 (New York, California, Washington): $277,200 - $381,150 USD annually
• Zone 2 (All other US states): $252,000 - $346,500 USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The incentive plan is uncapped.

The listed ranges represent the expected earning potential in this position. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at [email protected]. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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